National Sales Head - HVAC & AHU

Reporting To : CEO / Managing Director

Location : Ahmedabad

(Pan-India responsibility)

Experience : 15-27years of relevant experience

Role Summary

The National Sales Head will be responsible for driving pan-India sales growth, order booking, and market expansion for HVAC & AHU solutions. The role will own the national sales strategy, key account management, channel development, and revenue targets, working closely with Projects, Service, and Engineering teams to ensure profitable growth and high customer satisfaction.

Key Responsibilities

Sales Strategy & Revenue Growth

- Define and execute the national sales strategy for HVAC & AHU products and turnkey solutions.

- Drive order booking, revenue growth, and margin targets across regions.

- Identify and penetrate new markets, segments, and high-value projects (commercial, industrial, data centers, healthcare, infrastructure, etc.).

- Develop annual and quarterly sales plans, forecasts, and budgets.

Key Account & Relationship Management

- Build and manage relationships with large corporate clients, consultants, PMC, EPC contractors, and developers.

- Lead negotiations for large-value projects, pricing, terms, and contracts.

- Act as the primary escalation point for strategic and high-value customers.

- Strengthen consultant approvals and specification wins.

Team Leadership & Channel Management

- Lead and mentor regional sales heads, zonal managers, key account managers, and sales engineers.

- Build and expand channel partners, dealers, and system integrators where applicable.

- Set clear targets, performance metrics, and incentive plans for the sales team.

- Drive a high-performance, ethical, and customer-focused sales culture.

Business Development & Market Intelligence

- Track market trends, competitor activity, pricing benchmarks, and customer needs.

- Identify opportunities for cross-selling, upselling, retrofits, AMC, and service contracts in

collaboration with the service team.

- Support new product launches, value engineering, and solution positioning.

Cross-Functional Collaboration

- Work closely with Project, Service, Engineering, and Finance teams to ensure accurate costing, timely delivery, and customer satisfaction.

- Ensure smooth handover from sales to project execution.

- Participate in management reviews and strategic planning discussions.

Governance & Reporting

- Ensure compliance with company policies, approval matrices, and ethical sales practices.

- Present sales performance, pipeline, forecasts, and risks to senior management.

- Maintain CRM discipline and data accuracy.

Desired Candidate Profile:

Experience

- 15-27 years of proven sales leadership experience in HVAC / AHU / MEP / Building Services industry.

- Strong track record in large project sales and national-level revenue management.

- Experience handling consultant-driven and EPC-led sales cycles.

Technical & Commercial Skills

- Strong understanding of HVAC & AHU systems, turnkey projects, and solution selling.

- Expertise in pricing strategy, bid management, contract negotiations, and margin control.

- Ability to sell high-value, long-cycle projects.

Leadership & Competencies

- Strategic thinker with strong execution capability.

- Excellent communication, negotiation, and stakeholder management skills.

- Data-driven approach to forecasting and pipeline management.

- Willingness to travel extensively across India.